Welcome to the Mortgage Lending Perkspective
We believe that when ideas are shared, everyone benefits. Every week or so, look for a hand-selected blend of industry news, solid origination tools, and timely inspiration. It's designed to both offer perspective on lending, and lend perspective on personal growth.
Getting Past the Gatekeeper
News Flash: Most top performing Realtors hire great gatekeepers to filter distractions. That's one of the ways they became top performers!
Top performing loan officers learn how to get past the person whose job is to only let the calls through that add value.
How do you get through? Have a Strategy, and Add Value!
What's My Goal?
Get through, get the appointment - that's it!
Rejection as Your Tutor
- Thomas Edison said "I have not failed; I've just found 10,000 ways that won't work"
- Learn from rejections - every one is a step closer to success
The Blow Off
- Expect the objection, there are thousands of them
- You've probably heard all of them!
Get Back On Course
- Preparation means you're ready to defend and deflect
- Express your understanding for their objection
- Empathize with their anxiety related to change
- Show examples of what a great partner you are
- Then, ask for the appointment!
Tenacity
- The difference between no appointment and success is one phone call - the last one you make!
- Whether the gatekeeper lets you through out of respect...or sympathy, you're in...because you didn't give up!
Success!
You got the appointment; now the real work begins. Follow through on your promises, over-deliver on expectations, and in no time, your new partner will be the latest example of why other Realtors should work with you!
Parting Perkspective - Here's an Idea: Use a Warm Referral
- Research to find someone you and the top producer have in common
- Weave the top producer into the conversation
- Ask if they'll introduce you, or get permission to drop their name
- A cold call becomes a warm referral - let the gatekeeper know who told you to call - "Cindy Bronson from Keller Williams asked me to speak with Jill"
Make it a productive day!
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